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Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore [...] 
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Last year marked the first time global enterprise spend on cloud infrastructure services outstripped enterprise spending on data centre hardware and software.
David Ednie's insight:
What we are seeing is a a decade-long trend of explosive growth in cloud and virtual stagnation in the market for enterprise-owned data centre equipment.
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On Friday, January 22, 2021 IBM announced sales and earnings results. Revenues had fallen 6.5%. The stock dropped 11%. IBM alone caused an otherwise up Dow Jones Industrial Average to decline. And, as the NASDAQ rose, largely due to tech stock improvement, IBM was the lone loser. The new CEO, in his role only 1 quarter, predictably asked for more time and investor confidence that the future would look better than the past. Investors justifiably lost confidence a long time ago.
David Ednie's insight:
Sustainable growth means that you must consistently invest in innovation and new solutions that build on trends. All solutions become obsolete over time. Keep your eyes on trends, focus on revenues and never stop innovating.
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The first type of innovation is aimed at improving operational efficiency.
David Ednie's insight:
There are 3 types of innovation, which one are you using today? Make sure you are using the right one to deliver your desired outcomes. The first type of innovation is aimed at improving operational efficiency. The second type of innovation is sustaining innovation (incremental, adjacent). The idea here is to add new value propositions to an existing business model The third type is transformative (disruptive) innovation. A new value proposition for a new customer segment that leads to a new business model
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Everyone talks about methods of learning, but few people find realistic and authentic techniques that actually yield a net profit in the information and application categories. Elon Musk has broken…
David Ednie's insight:
Most learners today are not master gardeners, but stick collectors. We walk around life, picking up tidbits here and tidbits there until our arms are full of sticks. Rule #1 — Make sure you’re building a tree of knowledge Rule #2 — You can’t remember what you can’t connect
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Use this to manage the empathy gap in your product, get new users to see value quickly—and retain them.
David Ednie's insight:
Are you among the 75% of companies that think they’re user-centric - but only 30% of your users believe that you are? This is the Empathy Gap. We all have them. What are you doing to reduce your Empathy Gap?
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Don't Waste Time Reorganizing: Delight Your Customers With A Nimble Network
David Ednie's insight:
The right question doesn’t start with the organization or its structure at all. It starts with the customer.
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Misconception #1: All Service Providers were created equal Reality: All Services are different. Consequence for sales. Only spend your sales efforts on those SPs who can combine/include your Value Proposition to strengthen/enrich their own Value Proposition and the combined Value Proposition is relevant and meaningful to SP’s target customers. Misconception #2: Service Providers know what […]
David Ednie's insight:
Going to Market through Services Providers requires getting a number steps right. Start bu making sure that you avoid these 9 Misconceptions when selling to Service Providers.
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How do the best performers increase their revenues and shareholder returns at nearly twice the rate of their industry counterparts? The value of design comes from top management rigor, company-wide teamwork, rapid iteration, and relentless user-centricity.
David Ednie's insight:
You are just one disruption away from obsolescence. How to use Design Thinking to protect your future by aligning 4 pillars: Analytical Leadership, Cross-functional Talent, Continuous Integration and User (Customer) Experience.
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Oracle Content and Experience Cloud is a digital experience platform that enables organizations to manage and deliver content to any digital channel to drive effective engagement with customers, partners, and employees.
David Ednie's insight:
Culture change is the hard work of shifting deeply embedded, entrenched habits and behaviors.Change is hard, but not changing is fatal.
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Since former Boston Consulting Group consultant Clayton Christensen first used the words "disruptive innovation" in 1995, nimble startups have challenged incumbents in every field from music to manufacturing.
David Ednie's insight:
Management Consulting has yet to be disrupted. However, an increasing number of business consulting missions today are Digital Transformation, Business Transformation and/or navigating disruption. Question: Would you take advice from someone who has no first-hand experience with the problem?
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Speech Recognition is less than two years to mainstream adoption and is predicted to deliver the most significant transformational benefits of all technologies on the Hype Cycle.
David Ednie's insight:
Speech Recognition is predicted to deliver the most significant transformational benefits of all technologies on the Hype Cycle.
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Digital transformation marks a radical rethinking of how an organization uses technology, people and processes to fundamentally change business performance, says George Westerman, MIT
David Ednie's insight:
Digital transformation marks a radical rethinking of how an organization uses technology, people and processes to fundamentally change business performance.
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This requires watching their behaviors online. The key is not consumption of content or engagement, it’s sharing.
David Ednie's insight:
Are you tracking 'buyer' behavior during the online decision journey? The key is not consumption of content or engagement, it’s sharing.
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I made a prediction in January of 2018 that IT distributor disruption would continue. It was obvious that industry consolidation was accelerating, major distributors were diversifying, and private equity was getting more interested in transforming the industry. In the second half of last year, the two largest global IT distributors were acquired by private equity, …
David Ednie's insight:
Build an ecosystem that can orchestrate customer value creation, network effects and co-innovation. Build a marketplace that listens and learns, not only markets and sells.
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When developing a new product, it's hard to know which "slice" to build first so you can validate your idea - an "MVP" or "EVP"? Swati frames the question.
David Ednie's insight:
Great question. Which is the best option for your business MVP or EVP? Minimum Viable Product or Exceptional Viable Product? The answer is neither. Yes, neither! Why? Because they both are "you-centric" and "your business-centric". OK, I get it, they should be "customer-centric", right? So what would be better than MVP or EVP? The answer is: MDP - Minimum Desirable Product.
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A week or so ago, I had a chance to catch up with my old roommate. Christophe no longer takes his daily bite from the Big Apple. Instead, he’s now living in Boston as a “Harvard Man.” Ever one to…
David Ednie's insight:
Why you need to scale failure. As a company grows, everything needs to scale, including the size of your failed experiments. If the size of your failures isn’t growing, you’re not going to be inventing at a size that can actually move the needle.
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How to solve problems under uncertainty.
David Ednie's insight:
Great problem solvers are made, not born. Here are 6 Problem-Solving Mindsets for Very Uncertain Times. My favorite? bing an imperfectionist.
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Investors look closely at NPS to measure retention rates, but that's not the best way to do it. Learn how to measure retention without NPS.
David Ednie's insight:
You should think of NPS as a thermometer, but not a diagnostic tool. It can be useful to know your temperature, but it doesn’t always correlate with being sick or well.
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Brian Solis, global innovation evangelist at Salesforce, talks about the importance of digital business transformation, new business model innovation, and how companies can successfully compete in the Novel Economy.
David Ednie's insight:
Focus on business continuity. Then, focus on expansion and scale. Next, focus on digital growth and resilience. But at the top of the list, digital transformation needs a vision and that can only come from leadership. This is a time to give purpose to digital transformation that goes beyond modernization.
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lost momentum because slowdowns typically happen for reasons within their control.
David Ednie's insight:
Where are you in your Digital Transformation Journey? Lost momentum because of slowdowns typically happen for reasons within your control. Internal challenges pose more problems than external ones do: only 6 percent of respondents attribute the derailed momentum to a major disruption in the market or business landscape.
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Why is digital transformation so important right now for companies? What’s different?
David Ednie's insight:
Digital Transformation starts with Cloud Adoption. Cloud Adoption enables IT Transformation, Business Process Transformation and Business Model Transformation.
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a blog for leaders wanting to guarantee you succeed in the change/s you lead.
David Ednie's insight:
You know it’s time for change when children act like leaders and leaders act like children.
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Digital transformation empowers smarter KPIs.
David Ednie's insight:
Business Transformation necessitates KPI Transformation. KPIs are your strategy; your strategy is your KPIs. When business strategies change and KPIs don't (that could never happen) we create frustration, anxiety and resistance to change. When things change and KPIs don't....KPI stands for Keep People Ineffective.
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Many companies across the world are launching and driving digital transformation programs. While the digital part of this process may be hard to do, it is the transformation part that is most difficult. This human side of change is difficult because of people’s instinctive resistance to change.
David Ednie's insight:
What is the hardest part of Digital Transformation: Platform, Processes or People? If you said people you would be right. What are the 3 People Barriers To Digital Transformation? 1. Inertia 2. Doubt 3. Cynicism
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Rethinking the Sales Process starts with understanding the Buyer's Journey today. Recognise that there are tremendous differences in possible digital buying journeys and sales interventions for complex B2B buying processes. While digitally led, sales interventions may be “last mile” interventions for more complex B2B sales.